When you're following the Vyral Marketing plan - building a database by getting emails, staying in touch those people by sending them two educational videos a month, and prioritizing your follow-up with the people who are watching those videos - you may wonder whether there's another way you can use email to help grow your business. The answer lies in making use of an email follow-up sequence to stay engaged with interested prospects.
If you want to convert more prospects to sales, ensure a great customer experience, and get great feedback at the end of every transaction, your business needs to have some sort of email follow-up strategy. To implement a follow-up sequence you're going to need an autoresponder email service provider.
There are many great options out there, including: iContact, Constant Contact, Infusionsoft, pardot, or Marketo. These software programs will allow you to load up a series of emails that will drip out on specified dates. There are different types of drip campaigns out there - today, we're going to cover the 6 your business needs to have.
Step #1: Lead conversion campaign
When someone first expresses interest, you need to try to convert that person from interest into an appointment. You obviously want to follow up with this person on the phone, but it doesn't hurt to have a series of emails dripping one at a time to them, answering commonly asked questions or objections you typically get during your sales presentation. We recommend writing out the answers to 5 commonly asked questions and dripping out a video with an answer to each question every day, or every other day, as you're trying to convert that interested person into an appointment.Step #2: Pre-appointment sequence
Great news! They love your video and now they're going to take an appointment with you. Don't you get tired of explaining what you do over and over? You can make it a lot easier on yourself if you create a quick 5-minute demo video about a problem that you solve, how you solve it, the benefits of it, and a rough estimate of how much it will cost. Every time you schedule an appointment, send this video to the prospect before they come in so they know what to expect. That way, you can focus your time handling objections and overcoming areas of concern to close the sale. It also lessens the burden on your sales team, who may not be as talented as you at closing sales.Step #3: Post-appointment sequence
This one is simple: get some of your best testimonials together and prepare them to drip out over the period of time your prospect is thinking it over. The goal is to educate the prospect on why you're the best solution to the problem. Instead of following up with a simple, "Are you ready yet?" You can ask them about the educational testimonial videos and elaborate on how those people got great results from your service. This step is going to help you because it adds a ton of value to your follow-up.Step #4: New customer welcome sequence
So, the testimonial videos got the prospect to commit to your product or service and is now a client. At this point you want to create a new customer welcome campaign to make them feel loved. This is where you set expectations upfront. When someone engages with your business, immediately send them a welcome letter or expectations video to explain how your team works, who is responsible for what, and what they can expect during the onboarding process. This is incredibly important - we recommend having a series of emails dripping out to your new client during the entire welcome campaign, explaining how they can maximize your product or service to get the best results. It also sets up the expectation for referrals and reviews at the end of the transaction.Step #5: Feedback follow-up sequence
At the end of the transaction, you want to make sure you're asking how you did. In the first email, ask them on a scale of 1-10 how happy they are to refer you and document that number. In the second email, ask them to leave an online review. Include a link to the site in the email, as well as some instructions on how to conduct the review. This sequence will ensure you're getting feedback and generating plenty of online reviews to prove to people you're the best at what you do.Step #6: Long term nurture sequence
You still want your former client to feel loved because they or someone they know may need the product or service you provide in the future. This is not a canned autoresponder that you create once and drips out over a set period of time. Rather, this is code for the Vyral Marketing plan. Set one appointment for yourself to answer two commonly asked questions, record yourself doing it, and send it to your database every two weeks. This will make sure that any prospects or leads that fall through the cracks are getting plenty of communication so they can refer you, hire you again, or buy more of whatever it is you're selling. Need an example of how helpful the Vyral Marketing program can be? Our fantastic client Justin Woodall, who has been following the Vyral plan precisely, by making videos and prioritizing his follow-up calling with his database, has had incredible results. "My database business went from 18% to 45%," he says, "and Vyral Marketing is the only thing that I've done differently." It doesn't get more obvious than that - our service simply works.
What's stopping you from getting in front of a webcam and answering a few questions your customers commonly ask? If you want tips on how you can do that effectively, check out our weekly Vyral Marketing newsletter for example topics, tips, and tricks on how you can get the most out of using web video to grow your business.
If you want someone to do all the time-consuming work for you, so you have more time to do what you do best, we invite you to reach out for a free consultation with a senior partner at our firm. We'll ask you a few questions about your business and figure out what you can expect from our services.
Or, if you want more free tips on how you can get your database to start viewing you as an expert in your industry, subscribe to our podcast and YouTube channel, follow us on Facebook, and subscribe to our weekly newsletter. You won't regret it.
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